Closing Sales

  • Sales Excellence: How to Close Anything and Everything in Any Vertical
    • January 30, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was listening to CNN on Satellite Radio and an advertisement came on promoting How to Close Anything and Everything, no matter what you sell and who you sell it to.  And to make their offer even more enticing –

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  • It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession
    • March 10, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You remember the last recession – the great recession – right?  I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet.  Bam!  We lost a third of our revenue overnight

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  • Why This is Still a Great Selling Sales Book After 10 Years
    • January 28, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I continue to be amazed at the staying power of my 2005 book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.  3 publishers have contacted me this year

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  • Increase Sales by 20% – Guide to Creating an Effective Sales Process
    • September 3, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:

    I am currently conducting a Research Project at school on the 5 step sales process. i am focusing on: (1) prospecting, (2) the initial appointment,

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  • Apply Jack Reacher to a Modern Sales Approach
    • June 23, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’m a big fan of the Jack Reacher thrillers and movies. Perhaps you’ve seen one of them…

    While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all

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  • Closing Sales, Process, Hauntings, Training & More
    • March 23, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Closing Sales, Process, Hauntings, Training & More

    Today I will explore the least-read articles I have ever written.  That’s right.  The least read.  It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t

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  • Key Sales Strategies for December
    • December 1, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s hard to believe that it’s December already.  It seems like only yesterday that I made my annual reposting of one of my most popular articles of all time – a terrific holiday article that is worth a read even

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  • Why Prospects Don’t Buy From You Today!
    • October 29, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you watch any of the 2014 World Series?

    I watched a few pitches of Game 6 and I’m a baseball guy!  Why so little?  I was watching Jake Peavy give it his all, trying to hold things together, and

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  • My Top 21 Keys to Help Your Sales Force Dominate Today
    • July 8, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    dominateI’ve seen this happen in youth baseball so many times.  Let’s say it’s a ground ball and the third baseman boots it for an error.  Of course, the next ball is hit right at the third baseman again and this

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  • Top 4 Reasons Salespeople Struggle to Reach Decision Makers
    • October 30, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bodyguard with uziThree separate, but related, incidents occurred this week, all having to do with reaching decision makers.

    First, I received a cold call that went like this:

    “Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We’re a

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